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The Physical Arrangements

In: Advanced Negotiation Techniques

Author

Listed:
  • Alan McCarthy
  • Steve Hay

Abstract

The facilities where any negotiation is to take place can be very important. If you are not in control of the facilities, be aware that they may be manipulated to the advantage of the other party. On the other hand, experienced negotiators know that the other party will be much more likely to agree to a proposal if they feel relaxed in the comfort zone of their home territory. If you travel to the other party’s office, they are more likely to feel comfortable and receptive to your negotiation proposal. Furthermore, if at any time they need to consult with their staff or specialist advisors or if they need access to information or other resources during the negotiation, then they can do this more easily at their own base. One final advantage may be that if you need to use the high-risk close of an ultimatum, then you can always walk out of their office; this is a ploy that is much more difficult if you are in your office and they are the guests.

Suggested Citation

  • Alan McCarthy & Steve Hay, 2015. "The Physical Arrangements," Springer Books, in: Advanced Negotiation Techniques, chapter 0, pages 139-142, Springer.
    • Handle: RePEc:spr:sprchp:978-1-4842-0850-2_14
    DOI: 10.1007/978-1-4842-0850-2_14
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